The Key Account Manager will be responsible for driving sales across the Grocery channel. The ideal candidate is an experienced sales executive with strong Grocery channel expertise, existing customer relationships, and the ability to collaborate with key stakeholders both externally and internally. Experience with direct store delivery (DSD) and warehouse customers is required; experience in the “better-for-you” beverage category is a plus.
The successful candidate will leverage sales knowledge, business acumen, leadership, and management skills to take Yerba Madre’s business to the next level within this key channel. This role embodies structure, discipline, flexibility, and nimbleness in execution.
Successful candidates will be expected to embrace Yerba Madre’s mission and strategy and bring an in-depth understanding of the business and markets.
How you’ll Help:
To perform this job successfully, an individual must be able to perform the following satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions:
- Own the relationship and P&L responsibility for strategic national natural and specialty accounts
- Align business objectives with company strategy to drive overall business performance and profitability while meeting customer needs
- Build upon and leverage above-buyer relationships with customers
- Define and implement a Trade Promotion Investment Strategy by account
- Develop annual sales plans by account that align with key account goals and objectives
- Partner closely and work collaboratively with Sales Operations and Business Analytics
- Meet & exceed sales execution goals
- Meet & exceed revenue goals
- Meet & exceed profitability goals
- Manage trade spending consistent with the investment strategy and within budget
- Manage demand forecast
- Partner with direct store delivery teams to ensure execution of new distribution and promotional activity
- Partner with sales leadership and finance to build annual sales plans and provide monthly progress updates
- Other duties and responsibilities as required
What you’ll provide:
- 3–5 years of related Key Account experience with established relationships with key customer decision makers (e.g., Winn-Dixie, Ingles, Food City, Rouses, Publix)
- Working knowledge of DSD beverage operations is ideal
- Proficient in MS Office
- College degree preferred
How You’ll be Successful in this role:
- Proven and successful sales management history within the beverage and/or CPG space
- Excellent communication skills with external customers, peers, supervisors, and internal supporting departments
Travel & Physical requirements:
- Physical Demands: ability to lift 15lbs
- Travel Requirements: ability to travel up to 40%
- Work Environment: remote
What we offer:
The pay range for this role is an estimate based on a wide range of compensation factors; actual pay offered may vary based on (but not limited to) work experience, education and/or training, critical skills, and/or business considerations. Sales commissions and/or variable pay plans are also offered depending on the position (ex: monthly, quarterly, annual bonuses). Additionally, we offer a competitive benefits package including top-tier benefits, comprehensive medical, dental, and vision plans, employee life and disability, mental health benefits, paid medical leave, paid company holidays, and paid time off, as well as opportunities for career growth and advancement within our team!
Yerba Madre—formerly Guayakí Yerba Mate—is the nearly 30-year pioneer of regenerative yerba mate [yer-bah ma-tay] and the category leader in ready-to-drink mate beverages across North America. The name Yerba Madre, meaning “Mother Herb,” is a tribute to Mother Earth and the ancestral wisdom of the Indigenous communities who have cultivated yerba mate for generations —a reflection of the values the brand has championed since day one.
Headquartered in Sebastopol and Los Angeles, California, Yerba Madre sources organic, shade-grown yerba mate in direct partnership with 255 family farmers and Indigenous communities across Argentina, Brazil, and Paraguay. Using its Market Driven Regeneration™ model, every purchase helps reforest the Atlantic Forest, support fair trade premiums, and build long-term economic resilience for grower communities.
In 2025, the brand became the world’s first yerba mate to achieve Regenerative Organic Certified™ Gold® status——setting a new global standard for ecological integrity, cultural respect, and environmental restoration.
As an original founding member of the B Corp community and a founding member of the Purpose Pledge, Yerba Madre is committed to ethical business practices across ten key pillars, including climate positivity, living wages, circularity, and inclusion. Yerba Madre is available in over 45,000 retail locations across the U.S. and Canada. To learn more, visit www.YerbaMadre.com.
Yerba Madre is an equal-opportunity employer committed to creating a diverse and inclusive workplace. All qualified applicants will be treated with respect and receive consideration for employment without regard to race, color, creed, religion, sex, gender identity, genetic information, sexual orientation, national origin, disability, uniform service, Veteran status, age, or any other protected characteristic per federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance.
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What We Do
At Guayakí Yerba Mate, we're about much more than just yerba mate: we believe yerba mate culture is an invitation to life. Our mantra, “COME TO LIFE” is an invitation to personal, social, ecological and cultural regeneration. The regeneration of the planet is at the heart of our business model. Every time you purchase Guayakí Yerba Mate, you're creating a positive global impact. We call it Market Driven Regeneration™, and it's the driving force behind everything we do. Yerba mate. We love it, we drink it, but what, exactly, is it? Yerba mate has the strength of coffee, the health benefits of tea, and the euphoria of chocolate, all in one beverage. Of the six commonly used stimulants in the world: coffee, tea, kola, cocoa, and guarana, yerba mate triumphs as a balanced, naturally caffeinated option. It is brewed from the nourishing leaves of the yerba mate species of holly tree (Ilex paraguariensis), which is native to the South American Atlantic rainforest.
